Prabhakant Sinha
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Prabhakant Sinha

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Prabhakhant (Prabha) Sinha is Founder and Co-Chairman of ZS Associates. He was an Associate Professor of Marketing at the Kellogg School of Management until 1987. In 1983, Prabha and Kellogg colleague, Andris Zoltners, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology. Prabha has assisted over 250 firms in North America, Europe and Asia with issues related to sales force strategy and sales effectiveness. He continues to teach executives at the India School of Business and the Gordon Institute of Business Science. He has published over 30 academic articles and has co-authored a series of books on sales force management. Sales force management books co-authored by Prabha include: - “Building a Winning Sales Management Team: The Force Behind the Sales Force” (2012) - “Building A Winning Sales Force” (2009) - “The Complete Guide to Sales Force Incentive Compensation - How to Design and Implement Plans That Work” (2006) - “Sales Force Design for Strategic Advantage” (2004) - “The Complete Guide to Accelerating Sales Force Performance” (2001) Prabha received his Ph.D. from the University of Massachusetts and graduated from the Indian Institute of Technology, Kharagpur.
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Harvard Business Review Sales Management Handbook

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